MAR 4942C Lecture 1: mar 4942C lecture notes 1

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Published on 27 Nov 2017
School
FIU
Department
Marketing
Course
MAR 4942C
Professor
Personal Selling
A purchase situation involving a personal, paid-for communication between two people in an attempt to
influence each other
Personal Selling Aproach
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Stimulis Response
Mental State Selling
Need-Satisfaction selling
Problem Solving Selling
Conjuctive Selling
Stimulus Response Selling
simple in design. Assume conditioned response improves likehood of sucess
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Mental State Selling
Approach that assumes that the buying process for most buyers is essentially identical
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